Employee perspectives - Letitia Meng

I work in the engineering industry to solve complex customer challenges.

Here Letitia Meng, Sales Engineer for the Encoders Products Group at Renishaw Taiwan, shares her experiences working in technical sales.

I have worked in sales for more than 20 years, but my role at Renishaw is a bit different. At previous companies, the applications engineers handled all technical issues, with the sales team more focussed on maximising revenue from customers.

However, in my role at Renishaw, I work more closely with customers to advise on what product best fits their needs. I find this an efficient approach, as I am able to directly address a customer's technical queries, without having to go back and forth with an applications engineer. Of course, the engineers are always on hand if I need them!

One of my favourite projects at Renishaw was when we launched the FORTiS™ range of enclosed linear encoders for use in harsh environments, such as machine tools. While a new product for Renishaw, it wasn't an entirely new concept, so it was important that I worked with the technical team to gain a deep understanding of the product's advantages and disadvantages, and how they compared to our competitors' products. This product launch was a great opportunity to approach customers and explain the benefits that could be achieved by trialling the Renishaw technology.

Succeeding in technical sales

I came into the engineering industry without a technical qualification, so I had to apply myself and work hard to learn about our products and our customers' needs. I'm proud of how well I rose to the challenge, and sometimes my customers are surprised at the level of product knowledge I have.

In technical sales, it's important to invest in understanding your client's needs and pain points, as well as learning technical details about your products and their advantages. However, being successful as a sales engineer is a lot about having a positive attitude, being friendly and reliable, and building trust with your customers. I find it's as much about listening as it is about talking.

It's also important that you don't answer any questions you aren't sure on — it's better to say you don't know and ask a colleague in the technical team or another relevant department. This will ensure the customer knows you won't sell anything you aren't confident in and will help to build trust.

Supporting Taiwanese industry

Taiwan has a strong manufacturing sector, and its main exports are electronics, metals and metal products, plastics and rubber, chemicals and machinery. Importantly, it is home to Taiwan Semiconductor Manufacturing Company (TSMC), the world's largest semiconductor manufacturer.

However, Taiwan has a low birth rate and an ageing population, which means many industries, particularly traditional ones like manufacturing, are experiencing labour shortages. These skilled engineering roles are difficult to fill, and news outlets are reporting that a shortage of skilled engineers could make it difficult for Taiwan to remain at the forefront of the semiconductor industry.

At this time, it's important that manufacturers can keep their machinery running smoothly, which is where Renishaw products come in. We have an important role to play in providing technology that ensures product quality, and providing servicing to ensure equipment lasts for the long term.

It is likely that Industry 4.0 will be a rising trend to cope with this challenge, to meet high customer expectations at a time where labour is scarce and supply chain disruptions are common.